Business Partner & Sales Alliance Manager

Confidential Company  •  Santa Clara, CA

5 - 7 years experience  •  IT Consulting/Services

Salary depends on experience
Posted on 03/03/18 by Emily Russo
Confidential Company
Santa Clara, CA
5 - 7 years experience
IT Consulting/Services
Salary depends on experience
Posted on 03/03/18 Emily Russo

?Job Title: Business Partner & Sales Alliance Manager - Direct Hire / Full Time / Perm

Job Location: Santa Clara, CA

Job Type: Full Time / Perm / Direct Hire + Benefits

?US citizens and those authorized to work in the US are encouraged to apply. We are unable to sponsor H1b candidates at this time.?

Job Description:

Background:

  • The Global Top X team is a sales segment within focused on the delivery of solutions and growing business with a select group of global priority accounts including major cloud providers, global enterprises, and key system integrators. Multiple partnering strategies have been devised and are being executed to help fulfil the Global Top X account goals to grow revenues across all of client and the partners? targeted customers. Strategic Alliance Managers within each key geographical region (America) have been established within the Global Top X team to support this effort. We are currently seeking the right candidate to manage the strategic alliances across the Americas region.
  • This role is a critical position that will help our client develop and enhance successful partnerships with the leading global technology companies. This person will help refine our client?s overall partnership strategy by working closely with internal product, engineering, marketing and sales teams. The individual will then build/expand key relationships with identified partners to meet the strategic objectives of partners and our client.

The Role:

  • In this role you will be responsible for development of new partnerships and execution of joint business/account plans and GTM activities, leading to pipeline growth via sell-with and sell-thru activities with strategic alliance partners.

Key activities include:

  • Build and manage relationships with key partners - Identify, establish, and develop key executive relationships within the partner organization to enable Global Top X?s partnering strategy for an identified set of partners.
  • Lead Business Development activity to sign up targeted accounts as joint Go-to-Market partners.
  • Manage engagement of executive sponsors from within and at the partner to maintain alignment of key stakeholders ? to gain support and sign-off on business agreement(s) between partners.
  • Develop ?partner development plans? and ?annual business plans? for each global partner, working closely with internal contributors such as Partnership Operations groups, Partnership Marketing teams, product lines, etc., and coordinate with these groups key partnership lifecycle phases:
  • Engage/recruit partner;
  • Activate/Onboard partner;
  • Develop Partner; and,
  • Manage Partner to deliver robust revenue growth.
  • Implement a global business plan which strategically aligns our client's and alliance partners with scalable ?win-win? opportunities that will drive revenues with accountability through sell-with and sell-thru activities with those key partners. 
  • This will include driving partner enablement and GTM strategy from definition/development through to execution and operations, working with the strategic alliance partner?s team to ensure proper execution of mutually agreed business plan to enable us to achieve objectives and revenue targets.
  • Support our clients? Direct Sales team with regional territory plans that will require support from the strategic alliance partner.
  • Identify opportunities to increase the penetration of the partner technology into our core and industry offerings.

Achieve the following across each alliance partner:

  • Campaign Enablement ? Qualify, develop, and mobilize third party or ena bled go-to-market campaigns. Formulate and manage incentive partner budgets and KPIs; assure the highest efficiency in partner marketing
  • Joint Pipeline Management ? Conduct regular reviews of joint pipelines; Drive appropriate opportunity qualification. Generate increased partner BD investments in joint business development.
  • Sales Interlock (with othersales segments and Alliances partner sales ) ? Own the interlock process with othersales organizations to optimize collective efforts; Understand our client?s overall global sales execution model & target markets and identify/qualify potential opportunities/leads stemming from the partner(s). Assume a sales-focused approach, working closely with Client Account Leads, Sales Directors and partner sales force; Ensure connection to Alliances Sales Directors to pursue GTM/Sales opportunities.
  • Field Alignment and Issue Escalation ? Develop and maintain meaningful, sales-oriented relationships with partner?s executive leadership, regional management and key account teams, and internal stakeholders. Act as the ambassador for the overall relationship(s); Collaborate with Product LOBs, Segments and other functional/operational groups, and partner leadership to determine partnering strategies for the alliance account. This will include organizing governance and review meetings.
  • Maintain Leadership Alignment ?Work with executive sponsors from within and at the partner to maintain alignment; Develop and maintain relationships with relevant Leadership, becoming their trusted advisor on Alliances pursuits; Increase the penetration of the partner?s technology in our core and industry offerings.
  • Training and Solution Enablement ?Support the enablement of field resources for targeted campaigns, products and solutions.

Key Personal Attributes/Skills and Experience:

  • 5-10 years of experience in Partner Sales & Alliance management at a senior level in an IT, Software or Telecommunications with extensive experience formulating a partnership vision, strategy, and execution plans
  • Deep domain knowledge in Cloud and Network Services (especially IaaS, with PaaS and SaaS being a plus).
  • Extensive industry contacts and ability to navigate technologylandscape
  • Proven experience starting from scratch to develop, negotiate and structuring complex deals 
  • Great at execution: results-driven, detail-oriented, organized self-starter
  • Fun to work with, excellent at teamwork and cross group collaboration
  • Practical experienceworking with Software Vendors and Global System Integrator relationships.
  • A compelling background building sell-to / sell-through / sell-with relationships, ideally with global partners. Significant experience in Sell-With partnerships in Software-as-a-Service eco-system preferred.
  • Outstanding track record of success as an individual contributor in a business development and alliances organization while consistently meeting/exceeding a sales quota.
  • Ability to influence and build relationships with people across all levels and organizations internally and externally
  • Great at execution: results-driven, detail-oriented, organized self-starter
  • Fun to work with, excellent at teamwork and cross group collaboration
  • A strategic thinker with who can blend technology and business strategy to develop compelling plans for new partner initiatives.
  • Demonstrated leadership skills, both in building teams and influencing company direction
  • Ability to effectively manage pipeline growth, working withsales and implementation teams through multi-tier sales engagements.
  • Excellent written, verbal and communication skills.
  • High energy, enthusiasm, and passion for the business.
  • Excellent planning and time management skills.

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